Just over a year ago, National Direct, a sports collectibles business
in Toronto, needed the funds to acquire inventory for a major sales
campaign. While the $5 million company had an established track
record, conventional lenders weren't convinced of its ability
to turn over the inventory. When a business's need for a loan
is not based on a purchase order, banks and factoring companies are
often tough to deal with.

For National Direct, the solution was finding a firm
specializing in inventory financing--Los Angeles-based Inventory Capital Group
LLC. The financing company initially provided $400,000 to fund
the sale of a pin collection licensed by World Wrestling
Entertainment. Shortly thereafter, National Direct obtained an
additional $1.2 million to roll out a commemorative pin collection
featuring the Boston Red Sox.

As a result of the financing partnership, National Direct's
sales have more than doubled, says company president Kevin
Johnstone, 44, and its distribution network now includes more than
2,000 U.S. and Canadian retailers. Says Johnstone, "It
certainly allowed us to make a very large footprint in the market
that a traditional banking avenue would not have given
us."

Significant Sales

Inventory financing fills a unique business-funding niche.
It's geared toward companies that have major sales
opportunities but lack fund-raising clout with traditional lenders.
Here's how it works, generally speaking: A financing firm
purchases inventory stock directly from manufacturers on the
borrower's behalf, holding those items until that borrower has
a firm buyer, usually a customer with a credit card. Those funds
are then deposited into a lender-controlled account to pay down the
inventory loan.

National Direct's lender, Inventory Capital Group, makes its
money by marking up the inventory it purchases on the client's
behalf, usually by 5 percent to 14 percent. While this is not the
cheapest type of financing you can find, it can be a good option if
you need to buy inventory but don't have a purchase order
(provided, of course, you have a good plan for getting the
inventory out into the marketplace.)

While the firm has financed deals as small as $13,000 and as
large as $2.2 million, its preferred financing range is $200,000 to
$500,000. And as a general rule, it prefers not to extend funding
to companies concentrating solely on any one client. "It's
difficult when a person comes in and says, 'I've got the
Costco order that I've been working on for two years. It's
10 times my annual sales volume last year, and by the way, they can
return it if it doesn't sell.' Those are hard for me to
fund because there's so much risk concentrated in whether or
not that inventory sells through at the store level," says
Inventory Capital Group CEO Todd Kesselman.

He's also reluctant to fund inventory used in heavy-labor
production processes, such as sheet-metal fabrication, because the
"majority of value comes from input from labor into the item
after it's purchased," Kesselman explains. "The item
is in the middle of transformation, and I can't take the risk
that the company [will] operate long enough to continue
transforming the item."

Proven Plan

To qualify for inventory financing, businesses need a proven
process for converting inventory into cash. "We perform a
strict viability analysis on the business," says Jeffrey
Koslowsky, executive vice president of Gerber Trade
Finance in New York City, who finances deals as large as $3
million. "Are they doing the right things to stay successful?
Do they hold too much inventory? When they are stuck with too much
inventory, do they know how to liquidate and move the product
quickly through closeout channels? Do they know how to collect
receivables? We focus on the trade cycle, how well they turn money
and how well they run their business. The track record is
vital."

Borrowers must also be able to comply with their lender's
rigorous reporting demands, such as providing accurate and timely
information on shipments, returns and accounts receivable. That may
entail significant procedural changes for some companies, though
inventory lenders argue that businesses should already have those
monitoring mechanisms in place. "It actually ends up being
good because [the lender] will go back and crunch [the
company's] model and see if there are some bad signs coming up.
They'll be able to analyze it and call you up and say, 'We
have a couple of concerns,'" says Steven Friedlander, 36,
founder of SKF
Global Inc., a distributor of household items in Hackensack,
New Jersey. For instance, the lender may warn that the business is
"sitting heavy on inventory" or that cash flow has
stalled, he observes.

Friedlander, who initially struggled to find regular funding for
his 9-year-old company and had to borrow from friends, appreciates
the flexibility that inventory financing offers. "When you
bring goods from [Asia], it takes, from the date the goods ship, a
good 30 to 40 days to get them into your warehouse," says
Friedlander. He notes that it can then take companies up to 90 days
to complete the transaction and get paid, making the typical
120-day terms reasonable.

In addition to providing working capital, inventory financing
allows the funding recipient to obtain discounted pricing because
it gives the business the funds to purchase in larger quantities.
What's more, an inventory-financing arrangement often gives
entrepreneurs the leverage to negotiate more favorable payment
terms with vendors, enabling them to wait longer to pay without
incurring late fees and interest charges. "They've been
running so thin that their vendors are used to a whole litany of
excuses, because every time they've had to pay a bill,
they've been short money," Kesselman says of companies
that typically turn to inventory financing. "When we step in
as a third party and say [to vendors], 'The good news is, now
they've arranged financing, and when you give them 30-day
terms, we'll pay on the 30th day,' that credibility can
sometimes open up terms."

Crystal Detamore-Rodman is a Charlottesville, Virginia,
writer who covers the small-business finance market.